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Sr Account Manager- Services Sales

The future is what you make it. When you join Honeywell, you become a member of our global team of thinkers, innovators, dreamers, and doers who make the things that make the future. Our mission is to attract, retain and develop diverse and highly motivated, entrepreneurial employees striving to flawlessly deliver superior value to our customers every day.

The Account Manager uses broadly recognized subject matter expertise to influence customers toward Honeywell solutions. You will provide both external and internal consultations and will help Honeywell teams develop and maintain the right product messaging, customer support, and training. You will drive cross-functional alignment to customer needs. You will participate in pursuit strategy planning, and customer negotiations. You may consult prospective users on product capability. You may provide valuable input for product development

Position Purpose/Summary

Brief summary of position's purpose or role – the primary objective of the role

• Achieve Sales Orders Annual Operating Plan (AOP) quota targets (Orders, Rev/GM and Profit) by closing sales while adhering to pricing and sales policies.

• Grow the pipeline of opportunities with the designated portfolio in pursuit of sales growth and in line with targets for HBS.

• Together with the Vertical Sales Leader Government & Defence, formulate robust long-term strategies and plans to develop the Government & Defence Vertical and identify emerging and new strategic accounts and opportunities, creating sales plans and strategies for the portfolio aimed at serving and expanding the customer portfolio base in their assigned area or vertical.

• Dissemination of key messages, initiatives and information pertaining to the value proposition HBS brings to targeted customers, opportunities, and solutions.

• Driving and securing sales through understanding of the target customer's business, their drivers, organization structure/key decision makers and influencers and the industry sector as a whole. Ensure you utilize this information to communicate the value that Honeywell brings to them and obtain orders accordingly.

• Partner with potential customers as well as establishing relationships with builders, developers and relevant industry consultants with a view to maximizing sales and the business potential for all parties.

• Primary customer interface responsible for the development of business, and management of relationships, with a specific customer or customers.
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• Works closely with the Management Team, to ensure 100% customer satisfaction
• Responsible for achievement of revenue, margin plans and economic value-added goals

• Team with other internal Sales Reps, Business Consultants, assigned Account Managers and Project and Service teams to ensure One Team environment.

Key Accountabilities / Deliverables of the role

KEY INDIVIDUAL ACCOUNTABILITIES / DELIVERABLES

• Business Relationships: Develop new customer relationships; calling at all levels, including senior levels, of target customer organizations; engaging early in the customer buying process to discover customer needs HBS can fulfill and/or influence customer specification prior to bid.

• Sales Process: Achieve designated annual sales quota and grow the qualified pipeline of opportunities within the Vertical. Continuously identifies new sales opportunities and focuses on providing consultative support by building value propositions for the customer; Manage and build customer contacts; Focal point for relationship strategies, sales plans, proposal strategies, and contract negotiations, for pursuits in play.

• Customers: Engage technical buyers, economic buyers, and relationship buyers; engage customers and other intermediaries at all levels in any organization including executive level decision makers; target major pursuits (value approximately $1-$10M opportunities) with the objective of gaining competitive advantage and securing major project work.

• People Management: Leverages resources to address customers' drivers and initiatives; Guides and leverages management and executive sponsor interactions with new customers.

• Results: Achievement of sales targets, profitable growth and focus on new customers and new opportunities; Orders and margin above set quota in support of Annual Operating Plan whilst operating within company policy.

Key Success Factors (Key Metrics / KPIs / Deliverables)

• Territory and Opportunity, Plans and Strategy

• Growth and focus on new customers and new opportunities

• Customer specific pursuit plans

• Orders and margin above set quota in support of Annual Operating Plan

• Accurate forecast of orders and growth opportunities

Interdependencies

Key things this role does that makes other roles more effective (if applicable)

• Demonstrates a well-developed sense of the industry and market trends in their given geography

• Depth of knowledge of our customers' businesses, industry and market knowledge and key associated drivers

Education / Qualifications

• Bachelor degree in Business, Marketing, Engineering or other business-related field.

Experience

• 3-6 years of business to business selling experience

• Customer engagement at senior levels; proven experience prospecting for opportunities

• Government and defence industry expertise and experience is essential

• Demonstrated previous customer acquisition experience

• Additional 5 years' experience required in lieu of university degree

• Experience working in a multi-national, highly matrixed organization

• Building Services industry experience would be highly advantageous

• Salesforce (preferred)

Professional Skills / Knowledge

• Proven track record developing new customers/ partnerships.

• Ability to create/seek out and assess new opportunities

• Establishing and building credibility

• Strong ability to develop and sustain customer relationships

• Clearly articulate value and demonstrate how solutions map to a customers' needs

• Compelling presentation and communication skills

• Experience dealing with multiple channel strategy/multiple brands.

• Manage and direct resources towards meeting clearly articulated opportunity objectives

• Execute effective negotiation strategies and plans

• High energy individual

• Be optimistic and tenacious at the same time; while applying experience, and a positive attitude consistently to deliver bottom line results.

• Prioritize and focus efforts on best opportunities (short and long term) based on business needs.

• Motivate self and others to achieve profitable results

• Balance and persistence in customer follow-up

• Learn quickly and think independently to adapt as required

• Securing and finalizing the sale in a timely manner

• Industry and market knowledge

• Well developed sense of the customers' business, their drivers, and their organization.

• Good knowledge of offerings and solutions within industries

• Understands customers' decision-making processes, buyers, and influences

Behaviour Competencies

Competency Definition

HBS Value Proposition Understanding and Knowledge of HBS unique value

Customer Knowledge Knowledge of specific customer business, organization drivers and customers

Sales Tools Knowledge of sales tools for customer analysis and estimating

Drive for Results Exceeds goals successfully; bottom line oriented; pushes self and others for results

Prospecting

Assessing new opportunities/ accounts; applying industry and selling screening criteria

Closing Managing the closing process throughout the sales process

Articulates Value Proposition Articulates unique Value Proposition, of all buying influences, within the opportunity

Sales Process Management Managing Sales Process, resources and sales team

Organizational Skills Ability to work effectively and efficiently within competing customer and HBS business priorities

Questioning Asks the right analytical questions to support development of sales opportunities and resources

Financial/ Business Acumen Applying financial principles and tools; articulating financial results effectively to drive business

Engages Senior Levels Ability to engage customer c-suite

Consultative Selling Understanding customer needs and offering solutions that meet the customer business requirements

Engages Early

Engages early in the customer buying cycle

Follow Through Demonstrates skill, tenacity and effectiveness of customer and HBS follow through

Resource Management Management of cross-functional Honeywell and customer resources